One thing experts face difficulties with is objections and stops from potential new customers. As I wrote earlier, most absorption professionals come from a call center or customer service — they do not have a strong sales volume, so when they get kiosks or objections, they usually fold to the call and allow prospects to go.
In fact, it was only this week that I was tracking calls to a client company I work with, and when the caller called to cancel the day after the contract was signed, IS (take a specialist) literally said:
“It's great not to hurry. Our agreement gives you three days to cancel, and if you are uncomfortable working with our company, then you can leave ... "
Seriously, she said: "You can leave!" In fact, she continued for more than 3 minutes, telling this perspective that he should “not be in a hurry, and that’s fine if you decide to go somewhere ...”
I will not do it. This is literally how many respondents face objections or kiosks. And in your treatment unit, your representatives get their share of them day after day. Ask yourself how many of these booths sound familiar?
"I want to think about it."
"I first need to talk to my spouse."
"I want to read the contract before subscribing."
"Your fees are too high."
“Another lawyer said he would do it in just 25%,”
"I want to get a second opinion."
"I'm just looking right now."
"I'm not sure I need a lawyer."
I know that these sounds are familiar, because your team again and again takes these kiosks. I promise you, if your team is not trained to deal effectively with these objections, then they will sound exactly the same as in the example above, and your new case - and the fees that go with it - will come out of the door with them.
The good news is that you can stop losing such cases by providing your driving team with proven and effective answers to cope with and overcome these and other objections and kiosks. Let me show you how:
If your prospect tells you that attorney XYZ is willing to give up his fees to 25% instead of your 33%, then you simply answer:
“Well (first name), if my new lawyer was ready to quickly refuse his fees only to get my case, then I would be concerned that he would also quickly reduce the amount of settlements to pay.
“I don’t know about you, but I prefer to have a lawyer who works hard for me, who is strong in negotiations for me, and who will get me the best settlement I can get, do you also want to fight for your settlement? "
[Once you get buy in, close the case!]
“It’s so, so we’ll put us to work today. We won over 50 million dollars for our customers, and this is the success that I know what you are looking for. That's what we need to do ... "
How effective will your team be if they use such scenarios?
This is just one of the typical examples of refutations that we provide to our clients. Teams that are being trained finally have the tools to close cases and transfer them to your company instead of allowing them to go elsewhere. And such proven training can lead to an increase of 40% or more in conversions for your company.
In addition, after we took part in the training and received effective scenarios, their confidence rises, and they work better in all areas of their work. It also makes it easier to hire and host new representatives and makes them productive much faster. This, in turn, will help you keep good representatives, and you know how important it is for the growth and stability of your meal department.
